memoryBlue Insights – 4/13/2021

Below is the memoryBlue client bulletin, delivering sales development insights every Monday to our entire slate of high-tech partners. The updates span all five memoryBlue offices, encompassing 100+ sales development campaigns and 200+ SDRs working relentlessly to generate net new revenue for these businesses.

April marks the one-year anniversary of launching this weekly update. The goal of the publication remains simple since inception: we want to keep readers consistently informed about the trends, metrics and highlights going on across our entire business operation. We also want to shed light on the scope of new initiatives or new programs that could be of service to the public (either now or in the future).

There is a lot to be excited about in the professional sales development universe right now.

Notable Numbers

• Leads booked by phone are at the top of the heap for April in terms of lead quality with an average score of 7.84 (scale of 1-10). We book the vast majority of our sales leads via this channel, and it’s fantastic to see these leads also set the pace for quality right now.

• We added over 35 new memoryBlue alumni in Q1 2021. That’s a pace for 140 new alumni this year (growing by more than 70% from last year’s record number of 80)! The vast majority of these new alumni were hired by their clients.

• Prospect conversion rate is screaming hot at over 9% in April. We have never seen a full month in the 9%+ range, but we may challenge that tall bar right now.

Highlight of the Week

Steve Manolakis, a Client Delivery Manager in our Public Sector practice based out of our HQ office, helped lead his team to an impressive achievement recently that has his cybersecurity client extremely happy.

The team absolutely crushed their goals in Q1 and reeled in over $1M in sales pipeline for the quarter. This two SDR campaign operates at an incredibly high level and prioritizes tangible results born from consistent KPI achievement. Those results are turning into real financial gains for the partner involved.

Spotlight on Training

Jack, an SDR based out of our HQ office, led a training last week outlining the methodology and commitment required to properly follow-up with prospects. In particular, he provided real-life examples of strategies he uses to maintain a professionally persistent approach in his prospecting efforts.

This is an area many SDRs may find hesitation in, but working through follow-ups with a plan and process pays big dividends. Jack even brought out call recordings demonstrating his successful technique with actual prospects. This is the type of seemingly small sales development tool that, when effectively added to an SDR’s skillset, can show dramatic results in short order.

Lead Scores

These recent lead scores caught our attention:

4/9/2021 – 1:18PM – 10/10 – Olivia
“Olivia is the GOAT. Great at positioning, fantastic with prep and extremely professional with setting the tone on discovery calls. She makes herself available to game plan prior to meetings which is crucial to our success as a team!”

4/8/2021 – 12:27PM – 10/10 – Jawaun
“Rachael had used our solution at a previous clinic, so she was already very knowledgeable about what we do — but wanted to confirm pricing and discuss next steps to move forward!”

4/9/2021 – 1:24PM – 10/10 – Cole
“Cole hit a decision maker in the beginnings of a $2 billion project with definitive use cases that fit our software. What more can you ask for? Outstanding work.”

Academy Debuts New Award for Certified Stars

The memoryBlue Academy team unveiled a new honor recently and it is already creating a big buzz within the company. Dubbed the “Biggest Game in Academy” award, we are recognizing one outstanding graduate in each cohort for their excellence throughout the full program.

During each of the six weeks of the Prospecting Principles course, participants (within their cohort) submit their best call or email to be scored LIVE by peers and facilitators in that week’s session using the unique Academy Call/Email rubric. After scoring all participants, the top three individuals for that week are awarded points that go towards their overall score. The Biggest Game in Academy is reserved for the top performer that collected the most points throughout the six weeks, signifying their implementation of the best practices coached by our expert training team.

We love rewarding excellence and introducing an element of competition into everything we do. This award has our Academy participants firing on all cylinders in the quest to be the best.